Black Duck Software, Inc. helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. Black Duck, a recognized pioneer in application security, provides SAST, SCA, and DAST solutions that enable teams to quickly find and fix vulnerabilities and defects in proprietary code, open source components, and application behavior. With a combination of industry-leading tools, services, and expertise, only Black Duck helps organizations maximize security and quality in DevSecOps and throughout the software development life cycle.
- Revenue & Pipeline Management
- Achieve quarterly and annual bookings targets.
- Maintain healthy pipeline coverage and forecast accuracy.
- Develop and execute territory and account plans.
- Drive both new business acquisition and expansion within existing customers.
- Build executive relationships with CISOs, CTOs, Engineering Leaders, Product Security teams, and Procurement stakeholders.
- Identify business drivers, security initiatives, and regulatory requirements that align with Black Duck solutions.
- Develop multi-threaded engagement strategies across enterprise accounts.
- Deliver business-value conversations with senior executives.
- Present ROI, risk reduction, compliance, and software supply-chain governance outcomes.
- Experience using Sales Force for Customer contact and Opportunity Management
- Support QBRs, executive business reviews, and strategic customer planning sessions.
- Maintain accurate CRM hygiene and opportunity documentation.
- Provide weekly forecast updates and risk assessments.
- Track key sales metrics and account progression.
- 8+ years of enterprise software sales experience.
- Experience selling cybersecurity, DevSecOps, AppSec, Developer Tools, Cloud Security, or Enterprise Software solutions.
- Demonstrated success managing large enterprise and strategic accounts.
- Experience working with C-level and senior technology stakeholders.
- Annual recurring revenue (ARR) / bookings attainment
- Pipeline coverage
- Forecast accuracy
- Renewal and expansion rates
- Executive relationship development
- Strategic account penetration
- Partner-generated pipeline
Black Duck is an equal opportunity employer. We consider all applicants for employment without regard to race, color, national origin, religion, sex, gender identity or expression, age, disability, sexual orientation, veteran or military service status, or any other characteristic protected by applicable law. Black Duck complies with all applicable laws prohibiting employment discrimination in every jurisdiction where it operates and provides reasonable accommodations to individuals with disabilities in accordance with applicable law.
Skills Required
- 8+ years of enterprise software sales experience
- Experience selling cybersecurity, DevSecOps, AppSec, Developer Tools, Cloud Security, or Enterprise Software solutions
- Demonstrated success managing large enterprise and strategic accounts
- Experience working with C-level and senior technology stakeholders
- Experience using Salesforce for customer contact and opportunity management
Black Duck Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Black Duck and has not been reviewed or approved by Black Duck.
-
Healthcare Strength — Medical, dental, and vision coverage provide multiple plan choices with transparent costs, with carrier updates noted for 2026. Vision via VSP and dental plan options offer defined tiers and network access.
-
Retirement Support — Retirement programs include a 401(k) with company matching alongside an employee stock purchase plan with a discount and lookback. These features support longer‑term savings and wealth building.
-
Leave & Time Off Breadth — Exempt employees use a manager‑approved, no‑cap time‑off model, while non‑exempt employees accrue flexible time off alongside sick time. Paid leaves include parental and family care leave, with additional protections under applicable leave laws.
Black Duck Insights
What We Do
Organizations worldwide use Black Duck Software’s industry-leading products to secure and manage open source software, eliminating the pain related to security vulnerabilities, compliance and operational risk. Black Duck is headquartered in Burlington, MA, and has offices in San Jose, London, Frankfurt, Hong Kong, Tokyo, Vancouver, Seoul & Beijing
Why Work With Us
We pride ourselves on cultivating an environment of collaboration, creativity, and fun! We know where you work can influence how you work, which is why our collaborative office space focuses on community and continuous learning. Our work-hard, play-hard attitude even got us named a Top Place to Work in Massachusetts by The Boston Globe!
Gallery
